Technological change impacts every profession — but its impact on the sales world has been particularly dramatic. Modern sellers behave almost nothing like their predecessors. They have new tools, new techniques, and new resources at their disposal — and...

Whether literally or figuratively, every journey you embark on needs a mission control — a group of people or processes that’s making sure you’re on the right track and stay there. That’s the role CRM plays in your sales organization. A centralized repository of...

Here’s a question: How should sales teams spend their time? If your answer was anything other than “selling,” you’re in the wrong business. But as it turns out, that’s not how most teams operate. A recent study showed that reps spend less than a third of their...

New technology comes and goes — it seems like every week there’s some new app or widget promising to make sales reps more productive, more efficient, and better at their jobs. Some of these apps are useful. Some are less so. But one piece of sales technology...

When it comes to your business’ customer service strategy, social media can simultaneously be your brand’s most valuable ally and its most intimidating nemesis. On one hand, when handled skillfully and tactfully, customer service via social media can...

Since the beginning of time, humanity has sought to answer unanswerable questions, like which came first, the chicken or the egg? Recently, I’ve come across a question with increasing frequency, that may not be as significant, but is probably even more important...

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